No More Excuses: Toric Contact Lenses Have Improved

ABOUT MY PRACTICE

Name: MyEyeDr.

Location: Apex, North Carolina, a suburb of Raleigh

Type: Corporate practice in a growing suburban area.

Demographics: A growing population from students to a broad range of professionals.

Contact lens volume: A high volume of daily disposable contact lenses with approximately 80% annual supply sales.

Toric contact lenses have made significant advances since the days of limited fitting parameters, variable vision, and patients’ experiencing contact lens discomfort. Yet, despite significant innovations in recent years, the number of toric contact lenses that optometrists fit trails the reported number of astigmatic patients. Although close to 50% of patients who need vision correction have some amount of astigmatism,¹ only about 10% wear toric contact lenses (Figure 1).² In an average optometric practice, approximately 5 out of 10 patients are candidates for toric contact lenses, but fewer than 1 in 10 patients chooses this option.^1,2 Thus, there seems to be a significant opportunity for us eye care providers to fit many more astigmatic patients in toric contact lenses. With new lens advancements that provide improved comfort, stability, and overall visual performance, we can give our astigmatic patients the wearing experience they desire. Herein, we’ll explore some of the sales opportunities that advanced-technology toric contact lenses present.

Figure 1. There is an untapped opportunity for fitting toric contact lenses in patients who need vision correction. An analysis of a large spectacle prescription database revealed that 47% of patients have astigmatism of 0.75 D or greater in at least one eye,¹ yet only 10% of vision-corrected astigmats surveyed reported wearing toric contact lenses (this contrasts with 65% wearing glasses only and 25% wearing spherical contact lenses).² Furthermore, 25% of patients prescribed toric contact lenses discontinue them within 1 year,³ leaving approximately 7.5% of astigmats successfully wearing toric contact lenses (*assuming average toric lens fits and dropout rates; not representative of every practice).

1. Young G, Sulley A, Hunt C. Prevalence of astigmatism in relation to soft contact lens fitting. Eye Contact Lens. 2011;37:20-25.
2. Multi Sponsor Surveys Inc. The 2020 Gallup target market report on the market for toric contact lenses.
3. Sulley A, Young G, Hunt C. Retention rates in new contact lens wearers. Eye Contact Lens. 2018;44:S273-S282.

Opportunity: Meeting Astigmatics’ Visual Needs and Expectations

For many years, there were no innovations in contact lenses, so the status quo persisted. Now that toric contact lens technology is meeting patients’ needs for better visual acuity, stability, and comfort, the conversation is much easier for us optometrists to have. Furthermore, in this digital age, people expect their screens to be in “high-definition,” so why shouldn’t they have high-definition vision to match?

Opportunity: Expanded Lens Treatment Ranges

The comprehensive fitting ranges of advanced-technology toric contact lenses allow us optometrists to treat a majority of our patients. For the longest time, when a new toric lens became available, we could only offer them to patients whose refractions fell within certain parameters. Now, manufacturers are introducing toric contact lenses in a full range of parameters at launch, and a few even have options to treat 2.75 D of cylinder.

These expanded treatment ranges let us successfully fit people with even low amounts of astigmatism, rather than masking it with a spherical contact lens. In fact, my staff and I no longer give low astigmats a choice between a spherical or toric contact lens—we only offer the toric correction. Patients are coming to us for our professional expertise, so we always recommend the best solution for their visual needs. Just as I wouldn’t leave toric correction out of a glasses prescription, why wouldn’t I prescribe a toric contact lens for an astigmatic patient?

Opportunity: Greater Choices in Wear Time

Astigmatic patients have a variety of choices in contact lenses these days, but too many of them are unaware of their options. I am surprised by the number of patients I see who don’t realize toric contact lenses are available in a daily disposable modality. I think this is a huge opportunity for us optometrists. According to market research published by Contact Lens Spectrum, the daily disposable contact lenses (all types—spherical, toric, etc.) composed 37% to 54% of the total contact lens market in the US in 2023.⁴ Those numbers are notably lower for daily disposable toric lens; hence, there is major opportunity.

Opportunity: A Better Option for Former Contact Lens Dropouts

It’s especially exciting to be able to offer advanced-technology lenses to patients who dropped out of toric contact lenses years ago due to poor comfort and/or visual quality. Admittedly, there were years when I just didn’t have anything new to offer these patients. Now, I can say, “I finally have something better to offer you that will feel comfortable and give you great vision, and I know you’ll be much happier.”

Patients who have had a negative experience with contact lenses in the past may need a little more education. I explain the new innovations in contact lens materials and design and encourage them to try a pair of contacts in the office. Within a few minutes, patients experience the “wow” factor, not only in vision but also in comfort.

Opportunity: Retaining Patients

Another reason why more of us optometrists should reconsider adopting advanced-technology toric contact lenses is to retain their astigmatic patients and attract new patients. Not infrequently, I treat new patients who are still wearing older contact lenses. When I refit these patients into a new-technology lens that provides better comfort and superior vision, they are often left wondering why their previous doctor didn’t tell them about these lenses. Newer lens designs can be a huge referral source, because instead of patients just being “happy,” they’re now ecstatic.

Opportunity: Astigmatic Patients Can Have Both Glasses and Contacts

I see an opportunity for fitting toric contact lenses in patients who like to have an option between wearing glasses and contact lenses for certain activities. In my practice, we have a subset of patients who prefer to wear contact lenses on a recreational and/or social basis. However, we’ve noticed that several of these patients start wearing their advanced-technology contact lenses more and more because they’re so comfortable and convenient. They started off ordering just one box, and over time they ordered more. Gradually, they switched from being part-time contact lens wearers to full-time wearers.

A WIN-WIN FOR PATIENTS AND PRACTICES

There’s one thing that doctors never have enough of, and that’s time. Anything that makes our life as practitioners smoother and more convenient while also bringing patients high satisfaction is a win-win. The advanced-technology toric contact lenses achieve this balance for this underserved patient population.

1. Young G, Sulley A, Hunt C. Prevalence of astigmatism in relation to soft contact lens fitting. Eye Contact Lens. 2011;37:20-25.
2. Multi Sponsor Surveys Inc. The 2020 Gallup target market report on the market for toric contact lenses.
3. Al-Mohtaseb Z, Schachter S, Lee BS. The Relationship Between Dry Eye Disease and Digital Screen Use. Clin Ophthalmol. 2021;15:3811–3820.
4. Nichols JJ, Fisher D. Contact lenses 2023. Contact Lens Spectrum. 2024;39:14-16, 18,19. Accessed October 18, 2024. https://clspectrum.com/issues/2024/januaryfebruary/contact-lenses-2023/#:~:text=In%202023%2C%20these%20percentages%20flipped,%25%20and%2054%25%20of%20patients.

Sanjay Patel, OD, FAAO
MyEyeDr
sapatel@myeyedr.com
Financial disclosures: None disclosed.